The Negotiation Process
About the Lecture
The lecture The Negotiation Process by Dr. Juan Diaz-Prinz is from the course Negotiation Skills & Strategies (EN). It contains the following chapters:
- The Negotiation Process
- Case: Soulfood
- Negotiation Process
- Distributive Bargaining
Included Quiz Questions
All negotiations involve…
- Interdependent relationships
- Perceptions and assumptions
- Tangible and intangible issues
- Anger
- A fight
Name three phases in negotiation!
- Opening
- Exchange
- Formula
- Sparring
- Make up
What are the three sides of the negotiation triangle
- People
- Problem
- Process
- Competition
- Avoiding
What are the two major approaches to negotiations?
- Distributive negotiation
- Interest-based negotiation
- Relationship negotiation
- Power negotiation
- Micro-negotiation
Interest-based negotiation involves…
- Maximising joint value
- Finding common ground
- Making concessions
- Using power to get what you want
- Pressuring the other side
Good process design involves…
- Analysis
- Planning
- Prioritisation
- Power
- Secret information
Author of lecture The Negotiation Process
Dr. Juan Diaz-Prinz
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